Pre-Suasion: Channeling Attention for Change

The author of the legendary best seller Influence, social psychologist Robert Cialdini, shines a light on effective persuasion and reveals that the secret doesn't lie in the message itself but in the key moment before that message is delivered.

The Small Big: Small Changes That Spark Big Influence

In The Small Big, three heavyweights from the world of persuasion science and practice describe how, in today's information overloaded and stimulation saturated world, increasingly it is the small changes that you make that lead to the biggest differences. In the last few years, more research-from fields such as neuroscience, cognitive psychology, social psychology, and behavioral economics-has helped to uncover an even greater understanding of how influence, persuasion, and behavior change happens.

Influence: Science and Practice, ePub, 5th Edition

Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the listener of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.

Influence: The Psychology of Persuasion

Influence, the classic book on persuasion, explains the psychology of why people say yes - and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion. His 35 years of rigorous, evidence-based research, along with a three-year program of study on what moves people to change behavior, has resulted in this highly acclaimed book. You'll learn the six universal principles, how to use them to become a skilled persuader - and how to defend yourself against them.

The Like Switch: An Ex-FBI Agent's Guide to Influencing, Attracting, and Winning People Over

The Like Switch is packed with all the tools you need for turning strangers into friends, whether you are on a sales call, a first date, or a job interview. As a Special Agent for the FBI's National Security Division's Behavioral Analysis Program, Dr. Jack Schafer developed dynamic and breakthrough strategies for profiling terrorists and detecting deception. Now, Dr. Schafer has evolved his proven-on-the-battlefield tactics for the day-to-day, but no less critical battle of getting people to like you.

Captivate: The Science of Succeeding with People

Do you wish you could decode people? Do you want to know exactly what to say to your boss, your date, or your networking partner? You need to know how people work. As a human behavior investigator, Vanessa Van Edwards studies the hidden forces that drive our behavior patterns in her lab - and she's cracked the code. In Captivate she shares a wealth of valuable shortcuts, systems, and behavior hacks for taking charge of their interactions at work, at home, and in any social situation.

Covert Persuasion: Psychological Tactics and Tricks to Win the Game

When we make decisions we like to think we weigh the options carefully, look at all the possibilities, and make the best choice based on a rational examination of the facts. But in truth, much of our decision making happens on a subconscious level based on feelings we might not even be aware of. Understanding and managing those subconscious feelings is the key to the art of persuasion. By observing and predicting human behavior, we can learn to react and direct behavior in others.

Ca$hvertising: How to Use More Than 100 Secrets of Ad-Agency Psychology to Make Big Money Selling Anything to Anyone

Fact: Your brain is being controlled - and you don't even know it. Because if you think the ads you're seeing today are just pretty pictures with nice, creative copy, you're mistaken. Truth is, you are being powerfully influenced by dozens of proven scientific principles of advertising psychology...little-known techniques of consumer persuasion that go completely unnoticed by the buying public.

Never Split the Difference: Negotiating as if Your Life Depended on It

After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI's lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss' head.

Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale

Despite all the high-tech tools available to salespeople, the most personal method still works best. Storytelling packs the emotional punch to turn routine presentations into productive relationships. It explains products or services in ways that resonate; it connects people and creates momentum. Stories speak to the part of the brain where decisions are made. Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena.

Audiences forget up to 90% of what you communicate. How can your employees and customers decide to act on your message if they only remember a 10th of it? How do you know which 10th they'll remember? How will you stay on their minds long enough to spark the action you need? Many experts have offered techniques on how to improve your own memory, but not how to influence other people's memory - and impact their decisions.

Scientific Advertising

This short listen is recommended by David Ogilvy, Jay Abraham, and many other masters of marketing. It contains many principles that are common in Internet marketing today, such as the idea of testing and measuring ad effectiveness, writing to one person, understanding and using psychology, etc.

Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.

Persuasion: The Complete Step by Step Guide on Persuasion, Mind Control and NLP

Persuasion: The Complete Step by Step Guide on Persuasion, Mind Control and NLP is a simple, step-by-step guidebook that enables you to access your natural power of persuasive abilities. You possess a natural talent within you that allows you to guide others in your preferred direction and achieve your desired results. You have the power to attain anything you want in life, and to personally design the exact life you thought you would only lead in your dreams.

The 5 Second Rule: Transform your Life, Work, and Confidence with Everyday Courage

How to enrich your life and destroy doubt in five seconds. Throughout your life, you've had parents, coaches, teachers, friends, and mentors who have pushed you to be better than your excuses and bigger than your fears. What if the secret to having the confidence and courage to enrich your life and work is simply knowing how to push yourself?

The Science of Likability: Charm, Wit, Humor, and the 16 Studies That Show You How to Master Them

Are you interested in 100 percent scientific and proven ways to make friends quickly, negotiate anything you want, turn enemies into friends, gain trust, and just be flat-out likable? How about step-by-step, methodical, literally foolproof approaches to make people want you around more? In The Science of Likability, that's exactly what you'll get. I've taken 16 of the most influential, famous, and effective psychological studies and broken them down to see exactly how you can use their findings to your advantage.

Principles: Life and Work

Ray Dalio, one of the world's most successful investors and entrepreneurs, shares the unconventional principles that he's developed, refined, and used over the past 40 years to create unique results in both life and business - and which any person or organization can adopt to help achieve their goals.

Unshakeable: Your Financial Freedom Playbook

After interviewing 50 of the world's greatest financial minds and penning the number-one New York Times best seller Money: Master the Game, Tony Robbins returns with a step-by-step playbook, taking you on a journey to transform your financial life and accelerate your path to financial freedom. No matter your salary, your stage of life, or when you started, this book will provide the tools to help you achieve your financial goals more rapidly than you ever thought possible.

Publisher's Summary

Small changes can make a big difference in your powers of persuasion.

Every day we face the challenge of persuading others to do what we want. But what makes people say yes to our requests? Persuasion is not only an art, it is also a science, and researchers who study it have uncovered a series of hidden rules for moving people in your direction.

Based on more than 60 years of research into the psychology of persuasion, Yes! reveals 50 simple but remarkably effective strategies that will make you much more persuasive at work and in your personal life, too.

Cowritten by the world's most quoted expert on influence, Professor Robert Cialdini, Yes! presents dozens of surprising discoveries from the science of persuasion in short, enjoyable, and insightful chapters that you can apply immediately to become a more effective persuader.

Why did a sign pointing out the problem of vandalism in the Petrified Forest National Park actually increase the theft of pieces of petrified wood? Why did sales of jam multiply tenfold when consumers were offered many fewer flavors? Why did people prefer a Mercedes immediately after giving reasons why they prefer a BMW? What simple message on cards left in hotel rooms greatly increased the number of people who behaved in environmentally friendly ways?

Often counterintuitive, the findings presented in Yes! will steer you away from common pitfalls while empowering you with little known but proven wisdom.

Whether you are in advertising, marketing, management, on sales, or just curious about how to be more influential in everyday life, Yes! shows how making small, scientifically proven changes to your approach can have a dramatic effect on your persuasive powers.

What the Critics Say

"Yes! is the Freakonomics of social psychology. This book changed my way of looking at the world. This thinking is the real deal. Don't miss out!" (Daniel Finkelstein, Comment Editor, The Times, London)

This book is not what I initially thought it was. I was expecting a book about sales techniques that would act as a template for closing more sales. The approach is much more indirect. Few of the studies were directly related to sales and more about how subtle messages in environment and wording can influence decision-making. That being said, I still enjoyed it and recommend it to sales and marketing professionals.

The book is, as promised, a well referenced scientific discussion of ways that you can be more persuasive. The narrator is adequate but does not sound like a polished "pro", which in some ways gives it a more authentic feel. The authors try their best to introduce humor and keep it interesting but it is, after all, a review of scientific literature so it is understandable that some parts are a bit dry.

However, the chapters and the book as a whole, are straight to the point and packed with useful information making it much less of an investment in time than most of us have probably wasted elsewhere. The format lends itself well to skipping around and picking out just the points you wish to try to apply. Anyone who is interested in self improvement either personally or in business, as I am sure anyone bothering to read this review is, would do well to not miss out on these tips.

If you are wondering how easily they are applied I have used at least 7 of the techniques in this review. Seriously though, I am so glad that I listened to it that I plan to buy the hard copy in order to have it as a reference. Much of it qualifies as "pearls" that can easily be dolled out at staff meetings and similar venues.

I wasn't sure what to expect when I chose this book over some others in my wish list that were somewhat longer in length. I was very pleased.

This book isn't filled with any 'fluff' but every chapter presents something new and interesting, each having studies and experiments backing them up.

Each of the 50 points were pertinent, interesting and not always obvious. I would say this is a must have book for anyone who needs to sell, garner support, or even avoid being persuaded if they don't want to be.

Being in sales, I found this book to be very helpful and provided real life examples of how to use these persuasive techniques, and I must say that most of them work quite well. I have read quite a few persuasive books, and this was up there with the best of them. You will be able to use these techniques almost immediately!!! I have already listened twice and taken notes so I can make these techniques habitual. Good Listen!!!

There is an old adage that half of your marketing budget is wasted. The problem is knowing which half. This book will help you solve that problem.

How? By reconciling perfectly rational decision making with the imperfect irrationality of being human. Beyond the implications of using this book in your career and personal life, it is a fascinating examination of human behavior.

It is easy to read this book as a cookbook: Follow the authors' recipe and voila! But, it is wiser to read this like a chef. Listen closely to explanations to understand the 'raw ingredients' and the 'cooking methods' practiced. Therein lies the key to replicating their results.

Persuasion is a subtle art. You could follow an example to a 'T' and fall short of your goal if you overlook a detail that undermines your intent. The authors hint at this by alluding to the impact of tone of voice, stress, mental fatigue, environment, and cultural perspective on decision making.

So, 1) focus on the cognitive and social psychology that underly the techniques, and 2) be wary of unrelated, situational factors in play that could offset your results.

For example, if a boss who wants to deter employee theft follows 'Yes!' like a cookbook with tepid results, s/he may wonder why. If employees think the boss playing games with their hours just to avoid promised benefits or overtime, workers may be acting out of spite or revenge; or perhaps they are modeling the boss' underhanded sales practices, reflecting his or her 'me first' value system. Such factors were not part of the controlled research studies in the book.

Cialdini's reputation precedes him. His involvement in this book carries weight. Every conclusion drawn is backed by peer-reviewed scientific studies. Alas, the narrator is a bit 'old school' for me, with a touch of that 1970s narration artifice. If that sort of thing may distract you, listen to the sample before you buy.

I purchased this, it came highly recommended. Basically I won't get my time back. If you listened to influence Don't waste your time. If you haven't listened to Influence it's the same not as long and not as in depth

In business meetings both formal and informal, I retold many of the stories from the book, and started applying many of the tips right away! I was entertaining most of all, but very practical and fun to listen to.